Sales work summary how to write

Personal summary of building materials sales

Since entering the company on March 2nd, XX, I have faced a strange business and I have not engaged in real sales work. I use my own methods and methods to help the business in a short period of time with the help of leaders and colleagues. The basic knowledge required is mastered and integrated into the sales team, applied to the actual work, and constantly improve their skills.

At the same time, a broad understanding of the dynamics of the entire real estate development market. Based on the knowledge I have acquired, I started looking for new projects at the end of March. Because I don't have the sales experience of pipe, I can only start from scratch and learn the product knowledge while exploring the market. When encountering sales and product issues, consult leaders and colleagues in a timely manner to find solutions to problems and targeted strategies. So far, I have been looking for more than 30 new projects. But in the process of follow-up, nearly half of the projects were lost one by one, so it is really not easy to do a good job of sales. For example, the understanding of the pipe market is not deep enough, and the technical problems of the products are too weak, and we cannot explain and sell our products to customers very clearly. For some big problems, we cannot quickly come up with a good solution to the problem. In the process of communicating with customers, excessive dependence and trust in the customer, causing some bad reactions. For example, the customer promised to designate the Taurus brand, neglected to prevent competitors' actions, and did not do well in his job. He felt that he was still stuck in a pre-sales sales, and he did not grasp the late stage, and did not do the customer's internal work. Solid, resulting in lost orders.

It is also embarrassing to say that, with the help of leaders and colleagues, only the geothermal construction of Yinchuan Cultural Activity Center, Zhongning Hengchen Century Fortune Plaza, Qingyuan Fengjing Model Room, Pillow Water Kindergarten, Yingbei Homeland, A total of 5 projects of geothermal pipe supply, the total amount of return: xxx. But for my goal, it is still a far cry. As far as follow-up projects are concerned, I have learned a lot from failures. These are things that I can't grasp in my ordinary life. For example, what knowledge must be mastered in marketing? First, the knowledge structure of the market, the relevant humanities, social, communication skills and knowledge must be mastered. Second, the level of understanding of their products. Third, professional marketing theory and skills, what can be summed up, not written. Fourth, is there a strong idea to support your recognition of this profession? This strong idea is to face a complex society, face complex people, and adopt a treatment method and its own values ​​can be effective. Match, compatibility and integration. Fifth, is there a willpower to support your views on difficulties and failures? This is what I feel must be available to everyone who is doing a marketing career.

Of course, XX is a busy year, but it is not a year of good harvest. It is a year for me to lay a good foundation for better development in 2019.

Year-end summary of the sales department of the pharmaceutical company

2013 has arrived, looking back to 2012, is a year of planting hope, but also a year of fruitful results. Under the correct leadership of the superiors, and with the cooperation of all departments of the company, we have achieved the joint efforts of all our colleagues. Still gratifying, the 198 million mission this year completed 183 million compared to last year's 147 million, an increase of 36 million. The sales task index reached 92.3%, the return rate reached 91%, the gross profit reached 90%, and the comprehensive indicator assessment rate reached 91.13%, which basically met the company's assessment requirements.

As a team leader, I feel deeply responsible and honored. The work experience over the past few years has made me understand the truth: as a terminal sales and commercial invoicer, we must first have a good quality of mind: secondly, we must have professional professional skills as a backing, and once again have one A good management system, cost accounting is the most important, sales control of end customers and commercial customers, try to reduce costs, how to maximize profits? The most important thing is to observe carefully, communicate with customers, keep Old customers and develop new customers, try to be the best, specifically summarized as the following:

First, the terminal customers and commercial customers are cleared.

Attractive sales certification:

1. Always stand on the customer's side to talk about everything,

2. Fully elaborate and carefully calculate the extraordinary benefits for him,

3. Communicate the ambitious goals of the present and the future.

Good friends, partnership

1. Fully respect each other, be honest, and conquer each other with heart

2. Good communication skills and frequent communication to maintain close relationships,

3. Correctly apply the principle of profit-driven and handle the relationship with the company and individuals.

4. Understand the needs of different customers

Strong self-development market ability

1. A detailed introduction to the sales force, promotion methods and activities of the districts under its jurisdiction

2. Outline the company's strategy for national market promotion and development

3. Learn more about the company's superior products, attendance and application promotion, and learn more about other products. Do your heart with products and products in your heart.

Second, do a good job of the employees' ideological work, unite the staff of the department, fully mobilize and give full play to the enthusiasm of the employees, understand the advantages of each employee and exert their strengths, and apply the quantity to enhance the cohesiveness of the department and make it a Unity of the collective.

Although there are many difficulties and many twists and turns in daily work, according to our invoicers, due to various reasons such as medical reform, some township clinics are afraid to purchase goods in large quantities, resulting in a decline in sales. At the same time, some customers reflected the high price and the gift was not paid, but with the help of the brother department, all the problems were properly solved. We are united in one mind, united as one, and regard difficulties as “paper tigers”. Strategically despise it and attach importance to it tactically.

Third, rely on thoughtful and meticulous service to attract customers, give full play to the initiative and creativity of all employees, and enable employees to create a good shopping environment from the passive “I do” to create more sales performance for the company. Lead employees to do their jobs in the following aspects. First of all, adjust your mentality, less grievances, more enthusiasm, objectively look at the problems at work, and solve with a positive attitude, create a comfortable mood for customers, and then proactively serve customers. It is possible to meet the needs of consumers, and to constantly strengthen the sense of service, and to make the customer satisfied with the project with a heartfelt smile and polite civilized language.

Fourth, strengthen learning and continuously improve the quality of ideological business

1. There is no end to learning, and there is no end to learning. Only by constantly charging can we maintain our business. Therefore, we have been actively learning all the time. In the past year, the company has organized medical knowledge theory and various types of learning and teaching. We all participate in learning through learning. Let yourself establish an advanced work concept, and also clarify the direction of future work efforts. With the development of society and the renewal of knowledge, we also urge us to continue to learn. Through these learning activities, we have enriched ourselves and enriched our knowledge. Prepare for my better work practice.

2. Work hard and complete the task assigned by the company. The work content is very cumbersome and complicated, including the mailing of customer information, the customer's return call after the sale, and the daily trivia of the customer, such as checking the goods, fax information, market. Sales coordination and a series of work, all need to be completed for the customer, for each task that the company confesses, such as some promotional items of otc, biological products are free of small-time period, medical equipment department All varieties, as well as some of the major activities of several major manufacturers such as Sanjiu, Wangshi, etc., we have completed it with the utmost enthusiasm. Basically, we must be able to do all the hard work, high quality and efficiency.

In short, the overall work of this year has improved, and other work needs to be improved. Of course, there is no need for our leaders to be busy before and after the event. We can't do anything. Our salesmen are rushing out of the dark every day. I don't know how much sweat they have, how many wrongs have been suffered, but they still have no regrets. We learned to be grateful for one point, and we will be more successful in the future work.

Finally, I wish: xx all my colleagues will be healthy and work well in the new year! I wish xx pharmaceutical company's performance is booming and create brilliant!

Sales Director's Annual Work Summary

I. Review and analysis of sales performance:

Performance review:

1. Opened nearly 30 new cooperative customers.

2. The sales return from August to December exceeded the previous year's return performance from March to August.

3. The remaining problems of the market are basically solved. The market body has gradually returned to health and has the basis for further expansion and upgrading.

Performance analysis:

1. Positive factors contributing to performance:

1 Adjust marketing ideas, contract market expenses, and lower the threshold for cooperation funds for new customers. Although it was once laughed behind by people, "effectiveness is the last word"! My company's thinking is one of the important factors that contribute to performance.

2 Strengthened the process management of the sales staff's work, and the work effectiveness has improved.

3 The “economic incentives” method of increasing the proportion of commissions and developing additional incentives for new customers has formed a positive attitude of “there must be brave glory under the honour” and is also one of the important factors contributing to the performance.

4 For the solution of the remaining problems of the market, according to the “priority and priority” program, adopt the guiding ideology of “adhering to the principle of corporate interests and dealing with effective basis”, so that the solution of the problem is not the benefit of the company.

2. The negative factors exist:

1 The sales staff has insufficient understanding of the company's instructions, the customer positioning is not stable enough, and the customers are not developed in strict accordance with the terminal ideas. Some customers have certain mistakes in their choices!

2 The mentality of the sales staff and the company's salary system have a "quick success" situation. The sales staff only wants to have money to return to the company's account, but there is no more consideration of whether the customer is suitable for the company's cooperative positioning and long-term development.

3 When customers choose the company's products, they are more concerned about discounts and low prices. Therefore, many of them have not paved the way into the terminal stores, or even have no terminal awareness, and directly turn the company's terminal brand into a distribution product with no advantage.

4 Most agents have the concept of “wait”, “depend on” and “make”, but the price of the company's products has dropped to the bottom price, and no more profit has supported the market.

5 company's brand positioning terminal, but the lack of visual advantages in packaging, promotional gifts are not new and rich, and the promotion of product promotion and sales is not big.

6 Temporary lack of brand-driven strategy to enter the market, can not promote the brand's hot sales.

7 Sales personnel can not effectively implement the company's guiding ideas, and have not established a model brand model market.

8 Sales personnel lack uniform marketing training. There is no unity and coordination of ideas, ideas, methods and work execution. They are often good at market development and not good at market maintenance and promotion.

2. Review and analysis of cost inputs:

Cost review:

1. After the marketing policy is adjusted, the market expenses can be controlled, and the company's profitability is stable. From August to December, the profit amount increased from March to August.

2. The fixed risk of personnel expenses is reduced, and the loss of human resources is basically curbed. From March to December, the labor cost is reduced and the surplus value is increased compared with the period from March to August.

Cost analysis:

1. Positive factors:

1 After the company proposed the market cost contracting policy, the cost trap was prevented to the utmost extent, and the cost overrun was controlled.

2 The company adjusted and formulated a new treatment plan for sales personnel. The company's fixed risks were reduced, and the people's competitive awareness and challenges were strengthened.

2. Negative factors:

1 The marketing department has no data statistics support, and the control of fees is more blind.

2 Market support expenses and personnel expenses reimbursement, etc., the marketing department has the phenomenon of “informed to know, no approval”, and management cannot be strengthened.

3 Individual management concepts are old and conservative, and they cannot actively follow hierarchical management. Therefore, the entire management lacks scientific processes.

4 The phenomenon of “one sign” of the boss still exists.

Third, the review and analysis of the marketing team's construction:

Team building performance review:

1. The “grazing-style” phenomenon of sales personnel is basically eliminated, and the management of the marketing team is strengthened.

2. In terms of treatment, the basic consumption of “big pot rice phenomenon”, the challenge of salary treatment is enhanced, and the standard is more scientific and reasonable.

3. The execution of the team has been enhanced.

4. The phenomenon of not mentioning the solution is reduced, and the salesperson's work initiative is enhanced.

5. The sales staff's work initiative has been enhanced and the work effectiveness has improved.

Team building analysis:

1. Analysis of positive factors:

1 Take the management form of daily telephone report and monthly work report, to a certain extent, you can understand what the sales staff is doing and how?

2 Reduce the basic salary of the sales staff, and increase the proportion of the commission with the increase of the amount of the refund, which enhances the work challenge of the sales staff.

3 Through the “reminder” fines and the establishment of personal management credits, the sales staff feel the seriousness of the company management from the system requirements and psychological impressions, so the execution power is enhanced.

4 Management requires that each salesperson must propose a solution to the problem, thus “forced” the salesperson to first solve the problem when encountering problems. At the same time, it has established the responsibility of the sales staff. When the problem is found, the phenomenon of finding excuses and finding reasons is reduced, and the professional ethics of "solving the problem is the responsibility" is gradually established.

5 In the management practice, the sales staff are constantly given psychological pressure and work crisis, which makes the sales staff's initiative continue to increase. The psychology of “taking peace of mind” is conducive to the improvement of work initiative and work effectiveness.

2. Analysis of negative factors:

1 The company's internal auxiliary management is not in place, and the team management effectiveness is reduced.

2 Some management personnel of the company have a conservative management sense and the effectiveness of team management is reduced.

3 Sales personnel have long been adapted to the management of “loaning”, and have a certain adaptation period from the conceptual, psychological and behavioral perspectives to accept more effective management.

There are some people who have the concept of “old fritters” and have a certain sense of superiority. Therefore, there are ideas for “strong and muddy” for the company to strengthen management.